When someone asks, “So…what do you do?” How do you answer? “I’m

1. CONCISE: 7 SECONDS (Bullet) + 30 SECONDS

2. CATCHY: You want to be creative, not boring.

CREATIVE PROCESS:

3. CLEAR:

4.CALL TO ACTION:

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When I started selling real estate back in the 1900’s (1998 to

I highly recommend, unless you are trained and skilled at

1. Think “model home.”

2. Respect that it is their personal home.

3. Focus on the Benefit, not the Process.

The two fatal words you never want to say to your seller is

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Overcoming mistakes and failures quickly is a key to massive success, but it happened again...I failed to be perfect.  I made a mistake, which makes about 15,000 days in a row! 

We know we are never going to be perfect.  We all make mistakes every day, so the critical skill is to learn to OVERCOME FAILURE QUICKLY. 

Here are 4 simple, yet critical steps to truly overcome failure and mistakes fast:

1. Own it.
2. Deal with it.
3. Learn from it.
4. Get over it.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

What is the best way to convert internet leads in to actual listings and sales…into real sellers and buyers?  Internet Lead Generation is one of the hottest topics in the real estate industry today and there yet with all the buzz, the average agent is not having a lot of success in converting those “leads” into closings.  How should Realtors approach internet leads to effectively convert them?

Here are the 5 steps to more effectively converting internet leads into real clients:

1. PROSPECT VS LEAD.

            Understand that most of the time, Internet leads are not LEADS, they are prospects.  This means most of them are not going to regularly convert into immediate business.  This important to give you an accurate perspective of your business pipelines.

2. TALK TO THEM.

            They are not truly a lead until you have a conversation with them.  The goal is to take the conversation offline as quickly as possible.  Until you do, there is a high probability they will end up with another agent.  Email conversations are very unpredictable in terms of converting prospects into actual transaction.

3. SPEED TO CONNECT.

            You have 2 minutes after you get their information call them and connect with them.  That is the magic window that gives you the best chance to turn a prospect into a client.  Speed to conversation is critical.

4. PATIENCE.

            The average incubation period on an internet lead is 6 to 24 months.  The internet is where people start their search, but most of them are not going to be ready to actually sell or buy for months.  If you are only trying to pump out a deal today, you will not be effective with this group.

5. NURTURE SYSTEM.

            You must have a simple, effective system to nurture these prospects.  My PC (Personal Circle™) System gives you a very simple model to follow. First, email them 2 times a month, once with a market update and once a month with your “Featured Listings of the Month.”  Second, call them once a month just to touch base and stay in touch with them until they’re ready to move.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Here are my 10 Ten Books for Realtors®.  The reason I selected each of these books is because they are timeless books that are relevant for all real estate professionals at any level. 

These are books that you will want to read and study and internalize the information contained in them.  The will help you win in your business and in your life.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

The trust level in our world is probably as low as it has ever been.  When you are prospecting, or doing lead follow up, or a listing presentation, most sellers (and buyers) are automatically listening to you with skepticism and often outright distrust.  People are sick and tired of B.S.  When they feel like they are being manipulated or conned, they will resist almost to the death.  How does an agent convert those opportunities to appointments and listings and sales without B.S.?

I believe it is time as an industry that we together commit to eliminate the B.S. from our scripts and our presentations.  You can get "Yes" with the B.S.  My challenge to the entire real estate industry...from real estate agents to brokers to company owners, to real estate trainers, coaches, and speakers...if you know in your gut that what you are about to say or teach is not authentic, straightforward, and true, DON'T say it....and don't teach it.

When you approach people with authenticity and true integrity, people will respect you, trust you, hire you, love you, and refer you over and over.  Here are three keys to getting "Yes" without the B.S.

#1 The "Connective Tissue" between you and a prospect or client is that you genuinely care about serving them and doing what is in their best interest.

#2 Focus on Delivering Results for your clients.  It is extremely powerful and compelling when your primary motivation for your business is not "getting the listing," but rather is to deliver great results for your clients.

#3 Shoot straight with people.  When prospect have objections or ask questions, it is possible to handle their objections honestly and in a straightforward manner in a way that will inspire them to hire you.  I wrote "The Book of YES" to give real estate agents a powerful conversation guide and the resources and skill to be able to answer with integrity and  effectiveness the tough questions and objections they hear. 

You can get "yes" without the B.S. and people will love you for it.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

You have probably heard the saying many times in real estate, “the Riches are in the Niches.” There are countless different niche marketing strategies used by real estate agents, and almost any of them can be profitable and make you very successful. However, in this video, I challenge the longstanding belief that you have to choose a niche in order to be massively successful.

Niche marketing was a concept created in the 1920’s by companies to deal with marketing costs when every marketing impression on a customer or prospect had a tangible cost in dollars or “man-hours.”

Having a niche can be great. However it can also be very limiting. If you’re going to pick a niche, you have to consider what opportunities you are also cutting off.

Bottom line, here is my favorite niche: motivated sellers. And the opportunities are unlimited when you master inspiring them to hire you and delivering great results.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

The first thing to understand is that whether an agent is part-time or full-time, you have the responsibility to be professional and competent.  Succeeding part time is tough, but you can do it if you will .  

Here are the 5 Keys:

1. Be part-time, not "some-time."  

Have a daily and weekly schedule to make that happen and follow it.

2. Have a plan and definite timeframe to go full-time.

            (6 months maximum.)

3. Lead generate and follow up every day.

            This must be scheduled and should be at least one hour per day.  More is better.

4. Practice and train every day.

            You want to schedule this every day as well. At least one hour a day bare minimum.  Practice and role play scripts.  Attend training classes or watch videos.  Attend contract training at your office or local board.

5.Get a full-time agent to work with or to help you.

            You need a mentor anyway.  Work WITH them, not for them.  Don’t lose deals out of greed.  Split the money with a mentor and you will close more deals and get more experience which will make you more capable of making more money faster.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

It’s so easy for Real Estate Agents to become undisciplined.  Learning how to develop and maintain strong self-discipline is indispensable to becoming a high achiever.

Discipline is like a muscle.  The more you exercise it, the stronger it becomes.  So don’t start by trying to become the ultimate master of discipline in one day.  Begin with small steps and build on your successes.

Here is a simple 4-step process to build your personal discipline fast:

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.

Have any bad habits you would like to break?  It’s not just the habit itself that is a problem.  It’s that bad habits make us hate ourselves.  They can make us feel guilty or defeated or powerless.  It’s time to take them out…but HOW? 

Here are the five steps that will finally allow you to break those bad habits forever?

1. COMMIT to defeat it.

It has to be a commitment, not just a wish or a “try.”

2. Declare it THE ENEMY.

A bad habit is not a weakness.  It is an enemy of your success, happiness, self-approval & self-respect. The problem is that it’s an enemy that’s been kicking your butt…because bad habits are tough.  How do you beat a tough enemy?

3. TRAIN yourself to beat the bad habit.

4. RALLY. Don’t let setbacks defeat you.

When you say “no” and then later give in.  You’re still stronger than you were before.  That frustration you feel at yourself is fuel for more action.

Failures is like taking a punch.  It hurts…but if you know it’s coming…you keep your defenses up.  And when the old, bad habit sneaks a punch in…OUCH.  If it knocks you down, you jump back up.

5. REPLACE the bad habit with a good habit.

Just like people, fill your life with habits that are friends instead of enemies.  And every time you beat a bad habit, you get stronger and your life gets better.

If this episode helps you, please LIKE, COMMENT & SHARE. Hit SUBSCRIBE to get notices of new episode! Go to http://YesMasters.com For more killer training videos for REALTORS who want more Yes's and more Successes in their business and in their life! From Kevin Ward, international real estate trainer, speaker, and coach.